Your future is in productive new agents. I know, you're worried about training them, what will all of my existing agents think and where will you put them. I have a sobering question for you, "Where will your business be in the next couple years if you don't hire them?" Let's take a look at where we find them, what do they want and what the interview will consist of.

1. Where do I find them?

   • Advertise: Constantly run an ad in your local paper, promoting "Career Events". This ad should never come out of the paper as you are establishing a message of constant hiring and growth. I will touch on the career event in a later article.

   • Past Clients: In large companies I have found that nearly 20% of the agents are past clients. On your "post closing" customer service survey, ask if they have ever considered a career in real estate.

   • F.S.B.O.: Heck there's enough of them out there right now with everyone thinking they can sell their home by themselves in this great market. Have a "First Time Homesellers" event inviting every F.S.B.O. in your area. Watch how many sign up for real estate school.

2. What do new agents want?

   • Training: The business acumen that agents bring to the business today is far and away above what we have seen in the past. Why? They are victims of Corporate America and downsizing. What did they get there? Hmm, a lack of trust but we won't go into that. They've operated within a rigor of training, coaching and accountability. How does your training stack up to Corporate America?

   • Bottom Up vs. Top Down: Everyone wants to contribute with the understanding that they have a say and play a part in the decision process, this is empowerment. Corporate America has disabled the genius of our human resource with the "Top Down" leadership style. Take a look at your structure. How does it feel to your agents? Is it working? Are they a part of and aligned to the overall vision of the company?

   • A Strong Leader: Great leaders are great trainers. Can you transfer your skill-set, knowledge and experience to someone where that they will be empowered and inspired? Are you a valuable business proposition to the new agent? What is your product? YOU INC.!

     You're asking, what about technology, marketing etc…? It doesn't matter if you don't have the three critical pieces I've listed above. They want the skills you can transfer to them not a fancy ad.

3. The Interview.

   Don't Sell, Ask Questions: Are you telling the potential agent everything that you think is important while failing to ask them what is important? Come on, look deep and be honest, you're a salesman by nature. Here is a simple outline.

   • Find common ground at the outset and determine the objectives of the interviewee.

   • Why real estate?

   • What are your 3 greatest accomplishments in life?

   • What are the 3 greatest challenges you've experienced in life and how did you handle them?

   • What are your strengths?

   • What areas do you feel you will need the most work?

   • What are your expectations of me and the company?

   • How do you plan on generating business?

   • What is your vision for your business?

   • Here are our expectations of you?

   • How does all of this sound to you?

   You don't have to sell. Weaved in the interview will be the opportunity for feature/benefit that will enlighten the interviewee around your value. Pick your spots and be sure that you are focused on the needs of the interviewee and map to your vision.

   • Present Features and Benefits.

   • Allow the agent to ask if they can join.

New agents are the future. They will inspire you to grow as a leader, contribute genius and synergy to your environment and lend themselves to an environment that will serve you, the agents, the company and the consumer if you have your house in order.

Published: July 14, 2004

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Jon Cheplak, ABR,GRI,CRS,CRB,CLHMS is the Founder of The Real Estate Recruiters, The Management and Recruiting Solutions Experts. Jon consults, coaches, and hosts retreats for brokers, owners, and managers internationally, supporting leaders in their growth and profitability strategies and tactics. He can be reached at 775-846-5748 or email him at recruit@therealestaterecruiters.com. Visit his website at www.therealestaterecruiters.com.